To productize consulting services and build a sellable company, the ultimate challenge is to try to find something that you offer which is truly unique to what you do. It's very likely that if you canvas your customers, there is one or two things that you do better than anybody else. The raw material is going to be customer insight. Bestselling author and founder of five companies John Warrillow says they spend a lot of time talking to their customers and their salespeople as well to get a good intuition and a good sense of what is it that makes people buy from running the company. John says a fundamental decision consultants need to make answers two questions, “Do I want to have a lifestyle business where at the end of the day when I'm ready to retire, I close the doors and move on and there’s no value created?” or, “Do I want to create something of lasting value that is bigger than me personally that has an exit potential?”

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